- On November 23, 2017
- In Lead Generation, Marketing Automation
- By Jessica Brick
Download and discover how aligning your sales and marketing teams can improve the efficiency of your sales pipeline.
Lead nurturing plays a huge part in the sales and marketing pipeline. It provides a journey for all leads to embark on to fully invest in your products and services.
Done right, it provides sales with enough quality leads at the exact right timing, to keep them busy. Automate this process and you are ahead of the game. To do this you’re going to need a reliable CRM and IP tracking software.
Let’s look at how automating your lead nurturing will turn your sales team into heroes overnight:
1 Shorter sales cycle
Lead nurturing is marketing’s time to shine. Step up and educate your leads on who you are, what you do and why you are good at it. So, they are already clued up by the time they land at sales’ door. Saving your sales guys precious time.
2 More hours in the day
Automation means more time to play. Automating your reports allows you to sit back and watch the results from afar. Identifying when your leads are getting stuck in the funnel, and when your content needs refreshing is vital to a continuous flow. It also leaves your sales team with a day of following up their hottest and top priority leads. Letting your content educate and intrigue.
3 Double your sales pipeline
Think about it, 50% of qualified leads aren’t ready to buy. This means, half of the leads marketing generate are not sales-ready. Therefore, sales need to spend the time profiling, nurturing and educating their leads in order to push them further down the funnel. If marketing took the reins on those who aren’t ready, and use your content to nurture, then your pipeline could double and work for itself.
4 Integrating your lead nurture with CRM
We all know how helpful single-view data is. It allows you to analyse all your marketing from one place, saving you time. But that’s not the only reason it’s useful. You can also review where your leads sit within the sales funnel, segmenting them into cold, warm and hot.
From here you can enter the cold and warm leads into your appropriate lead nurture workflows. Feeding them the right levels of information on the products and services you offer.
This alone saves both sales and marketing time. Marketing because it’s all automated and works in the background. And sales because it fuels leads with information about your companies products and offerings before they have even made contact.
If you’re looking for smart marketing solutions that support stronger sales, let’s talk.